【正文】 D Expenditures (￥ billion) Source: Toshiba 2001 Annual Report, Lit search 1998 1999 2000 CAGR= % 1998 1999 2000 ￥ 2,040 ￥ 2,116 ￥ 2,235 2,000 1,500 1,000 500 0 ￥ 323 ￥ 317 ￥ 344 320 240 160 80 0 ％ ％ ％ R amp。 Marine Insurance Co.,Ltd. % % % % % % % % % % SEC China010821BJToshiba 資料庫下載 TOSHIBA HEADQUARTER HOLDS THE MAJORITY OF ITS NOTEBOOK MANUFACTURING JV IN CHINA Source: Literature research Ownership structure Toshiba Toshiba China Co., Ltd Shanghai Jinqiao Toshiba Computer (Shanghai) Co., Ltd 80% 10% 10% SEC China010821BJToshiba 資料庫下載 FINANCIAL PERFORMANCE 1. Background information ? Location ? Registered capital ? Management team ? Equity structure ? Starting year ? Number of employees ? Era analysis 4. Value chain strategy 5. Organization and ownership 6. Financial performance ? Focus on – Marketing, advertising and promotion – Distribution (channel and sales force) ? Organization structure ? Ownership structure ? Sales ? Profit 2. Strategy 3. Product/market ? Mission ? Vision ? Corporate strategy ? Market position ? Key product offerings SEC China010821BJToshiba 資料庫下載 TOSHIBA’S OVERSEAS SALES AND Ramp。 Services Company Semiconductor Company Display Devices amp。 individualized demand for hardware configuration SEC China010821BJToshiba 資料庫下載 UNDER STRONG COST PRESSURE, DIGITAL CHINA AND TOSHIBA ARE PUSHING TOWARDS MORE FLATTENED CHANNEL STRUCTURE Source: CCID, interview Channel Structure Channel Cost Percent of retail price Digital China Core distributors (~ 50) Direct Specialty shops (over 100) Industry distributors End users Second tier dealers (hundreds) Before 1997 19971998 19992001 Future expecta tion of manufacturers 10 10 810 58 ? Pay sufficient attention to fastgrowing customer segments, such as education and home, as well as major segments, such as government and business ? Expand into 2ndtier geographies and enhance channel Channel strategy SEC China010821BJToshiba 資料庫下載 DIGITAL CHINA IS BUILDING UP AN ADVANCED NATIONWIDE DISTRIBUTION NETWORK TO FURTHER CUT DOWN COST Source: Literature research, interview Distribution Key initiative ? Build up a nationwide logistics system Total investment ? RMB 65 million Threetier structure ? 3 firsttier centers in Beijing, Shanghai and Guangzhou ? 7 secondtier centers ? Thirdtier ponents Detailed practice ? Providers deliver to three firsttier centers ? Inventory is distributed among all the three tiers with inventory cycle shortening from first tier to the third ? SCM management is through IT work SEC China010821BJToshiba 資料庫下載 DESPITE CONTINUOUS IMPROVEMENT, TOSHIBA NOTEBOOK’S CUSTOMER SERVICE STILL LAGS BEHIND IN CERTAIN ASPECTS ? VIP certificate For Aclass customers, Toshiba notebook guarantee includes response within 10 hours, and repair finished within 20 hours, otherwise offering a backup notebook ? Onsite service Onsite service is offered in Beijing, Shanghai, and Guangzhou ? Dell and Acer offer 4hour response mitment ? Dell offers onsite service in major cities in China Customer service * Footnote Source: Source Major initiatives Competitor’s offerings urce: Literature research, interview SEC China010821BJToshiba 資料庫下載 ORGANIZATION AND OWNERSHIP 1. Background information ? Location ? Registered capital ? Management team ? Equity structure ? Starting year ? Number of employees ? Era analysis 4. Value chain strategy 5. Organization and ownership 6. Financial performance ? Focus on – Marketing, advertising and promotion – Distribution (channel and sales force) ? Organization structure ? Ownership structure ? Sales ? Profit 2. Strategy 3. Product /market ? Mission ? Vision ? Corporate strategy ? Market position ? Key product offerings SEC China010821BJToshiba 資料庫下載 Source: Lit search, team analysis TOSHIBA’S CORPORATE STRUCTURE Statutory Auditors Board of Directors President amp。D center in 2020 – Ramp。D center” in October 2001 which will be the third overseas Ramp。D in China –Established Ramp。D centers are in the UK and the US respectively Source: Literature research ? Threelayer structure of Toshiba Ramp。 inventory – Ancillary hotline Toshiba Toshiba SH OEM Toshiba Toshiba SH Dealers Digital China Source: interview SEC China010821BJToshiba 資料庫下載 TOSHIBA HAS POSITIONED CHINA AS A KEY Ramp。D Manufacturing Marketing and branding Sales and distribution Aftersales service ? Toshiba Ramp。 Sales Distribution AfterSales Services ? Toshiba Digital Media Network Company is responsible for Color TV Ramp。s market share Sales by customer segments Percent of units shipment (M), 2000 Others Dell IBM Founder Legend Acer Toshiba SEC China010821BJToshiba 資料庫下載 VALUE CHAIN STRATEGY 1. Background information ? Location ? Registered capital ? Management team ? Equity structure ? Starting year ? Number of employees ? Era analysis 4. Value chain strategy 5. Organization and ownership 6. Financial performance ? Focus on – Marketing, advertising and promotion – Distribution (channel and sales force) ? Organization structure ? Ownership structure ? Sales ? Profit 2. Strategy 3. Product/market ? Mission ? Vision ? Corporate strategy ? Key product offerings ? Market position SEC China010821BJTosh